Great question.

Charging what you’re worth is simply a decision.

And the truth is, if you don’t find enough value in what you have to offer to charge for it, others won’t see the value either.

Great question.

If you’re getting people who are changing their mind after an initial sale, it means that you may be missing a key component in your sales conversation.

One of the most overlooked parts of a sales conversation actually happens AFTER the sale has been made.

If you had the choice between a deposit of $5 million into your bank account or a change in your belief system to include the knowing that you can have whatever amount of money you want, which would you choose?

Most people would choose the $5 million, but you would be wise to pick the latter because, if that money were put into your account and you didn’t change your underlying beliefs, you’d be back to where you are today pretty quickly.

In fact, the majority of lottery winners end up broke several years later.

That’s because the subconscious mind, which includes the belief system, works like a thermostat.

Where Is Your Thermostat Set?

If you set a thermostat at 72 degrees and the temperature drops below that, the heat will come on to bring the temperature back to 72. If it gets hotter than that, the air conditioner will kick on to bring the room back to its set point.

Similarly, if you were programmed to struggle financially, like many of us were, and you’re thrust into sudden wealth, your subconscious mind will kick up a fuss in order to bring you back to where you’re “supposed” to be.

We see this all of the time in our culture. People increase their income and, all of a sudden, their life goes to hell in a handbasket. If they don’t understand what’s happening, most will conclude that success is “too hard” or it’s not the “right time,” and they’ll revert to where they were.

Shift Your Set Point

Because most of your beliefs were programmed before age seven and you may not even be aware of what they are, changing your set point around money requires diligence. You have to reject any ideas that reinforce lack and nurture faith in abundance.

Two simple ways to do that is to stop using coupons and waiting for sales. If you want something now, and you have the money for it, buy it. Say to yourself, “I deserve to be paid full price for what I do, so I’m going to pay somebody else full price as well.”

Also, reject any notion that money is bad.

Many of us were taught that money is suspect, yet hard work is good. So we’re working hard for something bad. That actually puts us in a conflicted place, as though we have one foot on the gas pedal and the other on the brake.

Is it any wonder that people find financial success difficult ~ and exhausting?

The truth is, as I’ve said, that money was an expansive idea that was given to us by the Universe to help us evolve as a species. We couldn’t have accomplished all that we have without it.

If you can really absorb that idea and change how you think about and deal with money everyday, your beliefs will shift.

You will push up the set point on your money thermostat.

You can create that $5 million and keep it, because you will know it’s yours.

Hi Marcie and thanks for your question!

Generally a first hire for a solopreneur is an assistant.

I’m guessing that you are doing things that YOU don’t need to be doing, and eventually it’s going to affect your ability to grow and expand.

I told you last time that bringing in “your need” consistently is the key to getting what you want.

Your need is the amount to the penny that it takes to pay your bills each month. So, it’s your rent or mortgage, food, clothes, current business expenses, health insurance, monthly debt payment, and so on.

But it’s also more than that.

Your need is your reality.

It’s a snapshot of where you are, and it offers unparalleled opportunity for insight and freedom.

What’s the Story in that Snapshot?

To understand what your need is telling you, begin by calculating it. It’s easy. Start with your accounting software or just pull out your check book, get a calculator, and add up the total of your bills. If your expenses vary drastically from month to month, just average the past several months.

After you have tallied your need, I want you to identify why you need that amount.

In other words, why do you have those particular bills?

You need what you need for a reason. You created the situation or circumstances in your life that you need that money for.

Chances are that situation is not a new story in your life. It’s a recurring story and may be a recurring story in your family as well.

For example, let’s say your need of $7,232.13 includes a $5,000 monthly mortgage payment and you and your spouse only bring in $6,000 a month. Let’s also say that you didn’t want to buy this house. You knew it was too expensive, but your spouse insisted, lied on your mortgage application to get it, and now you’re struggling every month.

You now have the opportunity to change that story forever. How? By taking responsibility for it.

Take Responsibility for Your Need

If you blame your spouse for buying the house, not only are you not seeing the situation clearly, but you’re powerless to change it.

However, when you take responsibility for the purchase, you may realize that you regularly allow your spouse’s judgment to override your own, and then retaliate with resentment and anger. That way, you get to be right and the victim. You may also recognize that lack, struggle, power plays and dishonesty were prevalent in your childhood as well.

This is great news, because now that you have acknowledged all of that and taken responsibility for creating it, you are empowered to change the situation.

You stand up to your spouse and begin to create a new story that can bring you prosperity, fulfilling relationships and growth.

And it all began with a simple calculation. So pull out your check register, and get started.

Hi Michael and thanks for your question!

I’m not sure how long you have on stage so I’m just going to make an assumption that you’ve got 45 minutes of speaking time.

The best way to “sell” your programs and services to your audience without the ability to make an actual offer is to do something called “seeding”.

I would love to answer this question.

One of the main reasons you may be experiencing exasperating sales conversations is because you may not be in control of the conversation. Here are a few quick tips to set the call up from the beginning.

Don’t: Begin the conversation without the small talk or pleasantries. There’s no need for it.

If you want to bring in a lot more money, and you’re not doing it, you’re most certainly fighting a belief system you may not even realize you have.

You may intellectually understand what I said last time ~ if you desire the money, the opportunity to bring in that money is around you ~ but you don’t actually believe it.

Beliefs are reflected in and generate your results. In order to change your results, you have to change your beliefs. The best way to do that is to give yourself a new experience. When you give yourself a new experience, your subconscious has to accept it. When it does that, a new belief is born. That new belief then creates a new reality. It’s a beautiful upward spiral.

To activate that upward spiral in your life, start bringing in your need consistently every month.

Your need is what you require to the penny to pay your bills, and, if you’re not already doing so, bringing it in consistently is the surest and quickest way to get what you want.

The Power of Bringing in Your Need

For example, let’s say you want to make $25,000 a month, you need $7,026.35 a month, but you’re only making $3,500. If you aim for the $25,000 first, you’re not likely to make it. If your belief system won’t even let you have what you need, it’s not going to let you have what you want.

In other words, you won’t really believe you can make $25,000 a month. If you don’t believe it, you won’t do it.

However, if your goal is $7,026.35 ~ which is a grounded figure that’s close to where you are ~ and you start bringing it in consistently, you’ve created a new belief that you can take care of your needs. You also feel flush with pride and confidence, saying, Wow, I doubled my income, look at that!

From that place of greater faith in yourself and the universe, it can be a rapid ascent to the $25,000 you want.

Wants Often Originate from Lack

Another reason to aim for your need first is so that you clean up your belief system and stop creating your wants from fear.

For example, people will say that they want to make a large sum like $1 million or $10 million.

When asked why they want that sum, it’s often because they want to avoid pain and stress. They’ve struggled for so long around money, they wish they could just win the damn lottery and not have to deal with it anymore.

That want originates from an energetic place of lack. And because we get what we’re energetically equal to, instead of bringing in an opportunity to earn $1million, they will actually create situations that take away what they have.

If, instead, you focus first on what you need, and you change your belief system, building faith in abundance, your wants will originate from there.

They will be an expression of your highest self. And as you fufill them, you’ll experience a life of prosperity, purpose and joy.

Hi and thanks for your question.

I think to answer this question, we have to look at what ‘the right people’ means.

When I teach about asking the right people, I mean the people who are your target market, and who want to make a change and have demonstrated their willingness change.